How to master startup pitching. From elevator pitch to pitch and investor deck, all the way through media and customers pitches. #SpainTechWeek

1. MASTERING START-UP PITCHING
Alex Barrera (@abarrera)
#startupPitch

2. Competing for attention

3. Meet your audience...
Customers

4. Meet your audience...
Media

5. Meet your audience...
Investors

6. Pitch problems

7. 25min is too long...

8. Social
M2M
Big Data
SoLoMo
Mobile
app

9. Why
should
I
care?

10. Or a mix of
everything...

11. The other side of the table...

13. Pitched 20x a DAY
!

14. Pitched 20x a DAY
Invested or seen it before

15. Pitched 20x a DAY
Invested or seen it before
Listened to ALL the fluffy words

16. Pitched 10x a DAY
!
!

17. Pitched 10x a DAY
NO idea what you talk about
!

18. Pitched 10x a DAY
NO idea what you talk about
No time to research

19. Pitched 10x a DAY
NO idea what you talk about
No time to research
Sell to their audience

20. Ice cream theory

21. Secret

22. is

23. in

24. the

25. toppings...

26. Pitching deck
Investor deck

27. 5 - 10 minute pitch
Pitch deck
10-20-30 Kawasaki rule

28. 1. Problem
2. Solution
3. Market
4. Competitors
5. Technology
6. Business Model
7. Marketing sales
8. Team
9. Milestones projections
10. Call to action
Pitch deck

29. Avoid Silos

30. 1. Problem
4. Competitors
3. Market
2. Solution
5. Technology
6. Business Model
7. Marketing sales
8. Team
9. Milestones projections
10. Call to action
Pitch deck

31. Beginning
Middle
End

33. Protagonist#1

35. Desire#2

36. CONFLICT!

37. Emotions
#3

39. Growth metrics 5 months
0
1250
2500
3750
5000
Jan Feb Mar Apr May
Registred Users Premium Users Stories
Forbes

40. coverage
Signing

41. MSFT
Pitch deck: Customer validation
http://www.slideshare.net/press42 investment@press42.com / @42press

42. Pitch deck: Business plan
Premium accounts
$12.99/month
$120/year
http://www.slideshare.net/press42 investment@press42.com / @42press

43. Pitch deck: Business plan
Premium accounts
$12.99/month
$120/year
Unlimited tweets
Story graphing
Multiple account integration
http://www.slideshare.net/press42 investment@press42.com / @42press

44. Cost structure
0
45000
90000
135000
180000
Year 1 Year 2 Year 3
Salaries IT/Infraestructure
Administrative Travels
euros
http://www.slideshare.net/press42 investment@press42.com / @42press

45. Net Income
Euros
-150000,00
-75000,00
0,00
75000,00
150000,00
225000,00
300000,00
Year 1 Year 2 Year 3
Revenue Costs Net Income
http://www.slideshare.net/press42 investment@press42.com / @42press

46. Pitch deck: Team
Alex Barrera - CEO founder
Former founder of X
Tech journalist for Y
Alex Barrera - CTO founder
Former founder of X
Tech journalist for Y
Alex Barrera - Chief Designer
Former founder of X
Tech journalist for Y
http://www.slideshare.net/press42 investment@press42.com / @42press

47. Pitch deck: Milestones
http://www.slideshare.net/press42 investment@press42.com / @42press
Jan - Conceptualization
Feb - Customer discovery
Mar - Customer validation
Mar - BETA launch
May - Sign first enterprise customer
Sep - Official launch

48. Pitch deck: Investment
http://www.slideshare.net/press42 investment@press42.com / @42press
€100.000
1 year
pre-money: €1M

49. Pitch deck: Investment
http://www.slideshare.net/press42 investment@press42.com / @42press
Hiring 3 more people
Expand the server capacity
Expand PR efforts

50. Pitch deck: Call to action
http://www.slideshare.net/press42 investment@press42.com / @42press
Tools are TOO generic
No tools = manual working

51. Pitch deck: Call to action
http://www.slideshare.net/press42 investment@press42.com / @42press
“Business-to-business finally becomes “sexy.”:
Over the past 6-to-12 months, we’ve started to do
more B2B deals” for “vertical solutions”
!
Jeff Clavier, SoftTech VC - Dic 2012

52. Pitch deck: Call to action
http://www.slideshare.net/press42 investment@press42.com / @42press
Storytelling specific tools
are needed
You’ve

53. got

54. the

55. final

56. words

57. of

58. our

59. story...

60. Pitch deck = Script (narration) + Photography = Movie

61. Pitch deck: Extra slides

62. Pitch deck: Extra slides
Elaborate on marketing strategies
Elaborate on business model
Elaborate on why you aren’t a Groupon clone

63. Pitch deck: DON’TS
1. Put more than 3 words per slide
2. Put shitty images that pixelate or tiny ones
3. Put graphs without a source
4. Put your contact information on the last slide
5. Put weird color combinations: Stick to white-black
6. Use tiny fonts and leave white space available
7. Live demos
8. If you use a video, time it or have it narrated it
9. Don't relay on the Internet
10. Put tables full of numbers
11. 3D Graphs
12. Fancy transitions
13. Add graphs with no axis titles
14. Use numbers with no units

64. Investor deck

65. Investor deck
It’s an Executive Summary
Reading format: More words
Expect it to be printed
Add a date to it

66. Media deck

67. Focus
on
solution -- problem

68. Remove financial slides:
marketing, financial projections, investment

69. Stress on numbers:
How big the problem is
How much it hurts
Traction, users, etc.
Compared them with well known figures

71. Sell
the future
with
your
milestones

72. Call to action: Media’s target group

73. Customer deck

74. Focus on
the Solution

75. Illustrate

76. with

77. a

78. user

79. story
Maria
Ana

80. Show real user feedback about your solution

81. Stress the savings
Costs savings
Time savings

82. Stress the savings
Costs savings
Time savings
Give

83. real

84. examples

86.
or

87. quotes

88. Understand
YOUR
customer

90. DoUmo ArigatoU
http://www.press42.com
alex@press42.com
@42press / @abarrera
http://slideshare.net/press42